Business Development Representative

About NALA

NALA is revolutionizing payments with the ambition of reaching the next billion users by offering faster, smarter, and fairer cross-border transfer services. Since its founding in 2022, NALA has expanded rapidly—from a team of 9 to over 150 employees—raising over $50 million from prominent investors and earning recognition on the Forbes Fintech 50 list for both 2025 and 2026.

NALA operates two main solutions:

• The NALA consumer app which facilitates cheap, fast, and reliable cross-border payments from the UK, US, and EU to Africa and Asia.
• Rafiki, NALA's business-to-business payments infrastructure enabling global payments integrations.

The team features experienced professionals from companies such as Wise, Stripe, Monzo, Revolut, and CashApp who prioritize speed, deep thinking, and customer-centricity. Joining NALA means taking ownership and making a significant impact in reshaping global payments.

Role Mission

As a founding member of the Rafiki B2B sales team, you will focus on initiating sales processes by prospecting clients, supporting meetings and follow-ups, and gradually moving toward closing smaller deals. This foundational role is essential to scaling the sales function and managing pipeline activities efficiently.

Key Responsibilities

• Identify and engage potential business clients while supporting inbound enquiries to drive Rafiki’s B2B sales growth.
• Partner with the Head of Sales to arrange and participate in meetings, ensuring follow-ups are prompt and well-organized.
• Maintain up-to-date sales activity records and pipeline data within CRMs including Icarus, HubSpot, and Hex.
• Manage smaller clients and incoming leads progressively taking on more ownership of the sales lifecycle.
• Employ a data-driven and speedy prospecting approach while focusing on the quality of prospects over quantity.
• Collaborate with the Technical Account Manager regarding API, sandbox environments, and integration support during client onboarding.
• Coordinate with Treasury & FX Trading, Customer Success, Legal, and other internal teams as needed to support client engagement and onboarding.
• Independently close deals for smaller clients as you build experience and credibility.

Essential Qualifications and Experience

• Clear comprehension of a healthy B2B sales pipeline from prospecting to closure.
• Proficiency with CRM software and other sales tools to maintain accurate pipeline data.
• Demonstrated curiosity for asking insightful questions and challenging assumptions.
• Adaptability and ownership in dynamic startup environments, capable of navigating ambiguity and taking initiative.
• Strong interpersonal skills for relationship-building and delivering positive customer experiences.
• Familiarity with AI productivity tools such as Claude and CRM platforms like Hex to enhance work efficiency.
• Between 1 and 2 years of sales experience, ideally in technology, fintech, SaaS, or related customer-facing roles.

Desired Attributes

• Experience with consultative or relationship-driven sales rather than solely transactional selling.
• Exposure to fintech-adjacent sales such as cross-border payments or collections.
• Practical experience employing AI tools to support sales processes, including research, documentation, and CRM management.

Success Metrics

• By 3 months: Fully trained on NALA’s products, sales tools, and processes; consistently generating high-quality meetings with accurate CRM updates.
• By 12 months: Reliable contributor closing smaller deals independently and progressing toward a junior Account Executive role with measurable improvements in client acquisition and revenue.

Interview Process

• An initial application submission through a formal recruitment system without a cover letter requirement.
• Four-stage interview including a talent screen, technical discussion, practical sales role play, and culture fit assessment.
• Reference checks and timely feedback provided following the interview rounds.

Employee Benefits

• 27 days of paid vacation plus UK bank holidays to ensure rest and personal time.
• Birthday leave providing an additional paid day off during the celebration month.
• Enhanced parental leave offering 16 weeks fully paid for primary caregivers and 4 weeks fully paid for secondary caregivers after a 6-month probation.
• Flexible pension scheme through salary sacrifice with Penfold for retirement savings.
• Global coworking space access at WeWork locations around the world.
• An annual learning budget of $1,000 to support personal and professional growth.
• Weekly themed snacks and Friday team lunches promoting workplace camaraderie.
• Monthly social events for team bonding and enjoyment.
• Complimentary barista-style coffee available onsite.